Which of these statements about formula presentations is true?
a. New-task buying situations are a good time to use the formula presentation method.
b. The customer gets his or her greatest amount of talking time during the beginning of the formula sales presentation.
c. An advantage of the formula presentation is that it is most adaptable to complex selling situations
d. To successfully use the formula sales presentation method, the salesperson must previously have correctly identified the prospect's needs and wants
e. The formula presentation is based upon the SPIN procedure of developing and giving the sales presentation.
Answer: D
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